Jeffrey Gitomer

Jeffrey Gitomer is the author of The Sales Bible and The Little Red Book of Selling. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service at He can be reached at 704/333-1112 or e-mail to

Sales Moves

Having attended several networking events lately, I have heard the terms “lead” and “referral” bandied around.

Jeffrey: I have some sales situations I can’t get past, and maybe you can help. I’m an insurance agent. I read your stuff — OK, I’m a fan. I’ve been getting blown off or stalled from accounts and managers who don’t make the final decision.

Josh Coffy is a world-class Twitter expert.

Think back to your selling ability when you were a kid.

When I was 20, I knew everything. By the time I reached 21, I realized how stupid I actually was.

Ask anyone in New York City why their bagels are the best in the world and they’ll say, “It's the water!”

I asked my commercial insurance agent, John Cantrell, to give me a synopsis of his networking strategies. John has been a friend, client and vendor for years. Here are two important facts about John:

I am focusing away from having your best year ever and zeroing in on having a great year. For the past few weeks I have given you a list of 21.5 ideas that will drive the year’s results, and elaborated on several of the elements.

Everyone wants to have a great year, and many start with a flurry. The problem is that many can’t keep up the momentum or maintain the dedication to make “great” a reality. The health clubs and gyms are already less crowded.

How’s it going? I mean this year so far? Accomplishing what you thought you would? On the path of amazing achievement? Or are you stuck in neutral or worse, reverse?

I’m challenging you not to have your best year ever. Rather, have a great year. A great family year. A great achievement year. A great money year. A great health year.

Here are a few more sales, business and life answers that can help you make more sales today, and help you build a personal brand and reputation forever.

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